Try this! Here's a referral presentation for advisers just entering the business and professional markets:

Agent: "I increase my business the same way most other businessowners and professionals develop theirs. That is, through referrals from clients who are pleased with my services.

"I'm expanding my business to include other businessowners and professionals who fit a particular profile. If I were to describe this profile, could you tell me about the people you know who fit it?

"Basically, I'm looking for people who...

"Own and operate successful, financially stable companies or professional practices and who have been in business at least five years.

"Are the decision-makers or can put me in touch with them.

"Would have an appreciation for the process I use to discuss financial security concerns and show them how I help people accumulate wealth and reduce taxes, or would be interested in using business dollars to meet some of their personal financial goals.

"Are people with open minds who I can approach on a favorable basis.

"I'd like to borrow the prestige of your name as an introduction to three of the businessowners or professionals you know personally or have done business with who fit that profile. My purpose will be to show them the type of work I do and see if it has any merit in their case, either now or later. With that in mind, who do you know who fits that profile?

(Wait for a response, then say...)

"Would you do me the favor of arranging introductions? We can do this in person — over lunch, for example — or over the phone. If you'll break the ice, I'll do the rest!

When referrers are businessowners, ask for the names of local vendors and suppliers, their own business clients, and/or competitors. Example: the owners of the computer firm that services your office equipment may be able to put you in contact with their advertising firm, or introduce you to their other business or professional clients who fit your profile.

Also check for on-profile business contacts among your clients, friends, acquaintances, and family members. Ideally, you will find people who have started their own businesses. Also include people who work for small companies or firms that supply small businesses. They may be willing to introduce you to the businessowner.